Account Executive – Aptrinsic - SMB/Mid Market

Gainsight - San Francisco Bay Area, CA3.8

30+ days agoFull-timeEstimated: $97,000 - $130,000 a year
Skills
Aptrinsic (now part of Gainsight®) was founded to deliver a platform that creates continuous in-product engagement for and measurement of customers’ interactions. We also deliver relevant content for product leaders in order to make modern innovation practices a key tenet of their daily thought processes. Acquired by Gainsight in 2018, we are a fast growing division within the category-defining Customer Success company. Gainsight is the platform of choice for many leading companies like Box, Adobe and Workday. The company has been recognized as one of the top 100 private cloud companies in the world by Forbes, one of the fastest growing private companies in America by Inc. Magazine, and as one of 20 Great Workplaces in Tech by Fortune Magazine. Gainsight’s CEO, Nick Mehta, has been recognized as one of the Top SaaS CEOs in America. The company has offices in Redwood City, San Francisco, Phoenix, St. Louis, London, Hyderabad, and Tel Aviv.

Read our book at:
https://www.aptrinsic.com/mastering-product-experience-saas-with-product-led-go-to-market-strategy/

Job Description
The Account Executive is responsible for selling Gainsight’s Aptrinsic solutions to prospective customers. Using a consultative sales approach, the successful candidate will create and cultivate relationships to build and maintain customers for life. The Account Executive will work with all Gainsight stakeholders including Customer Success Managers, Professional Services, Pre-Sales, Product Support and Product Management to anticipate and meet customer expectations.

What You'll Do

Take the first steps (sales) to create happy customers for Aptrinsic’s SaaS solutions by executing (sometimes complex) sales cycles through the orchestration of internal and external resources. ICP and Target market is currently Product Executives and Managers, as well as related executives, at Midmarket companies. Current focus is technology companies. A successful Account Executive will be able to:

Represent Aptrinsic in a highly professional manner;
Demonstrate excellent phone and in person presence;
Have a healthy sense of humor. Might not seem like a key sales executive criteria but this isn’t always easy stuff, so being able to laugh – and laugh at ourselves - is important. It is also a core part of the Aptrinsic culture and a great indicator of one’s ability to build rapport.

Sales Process

Achieve sales quota for assigned territory
Operate relatively independently, but work with the VP to manage territory to maximize revenue.
Independently create an opportunity pipeline while executing multiple concurrent (complex) sales cycles;
Have an appreciation for, and willingness to do, good sales forecasting;
Simultaneously position Aptrinsic and qualify opportunities, by presenting the Aptrinsic unique value proposition in a compelling manner, framed by a value based selling approach that includes some business and return on investment analysis;
While this is first a closing role, you will be required to prospect yourself and build your own pipeline. There is a SDR team in place to drive meetings, who you will work with.
Demonstrate a natural curiosity and a desire to dig to understand the pain, and eventually the buying process, of the prospect;
Exhibit business process knowledge in the product management and user experience space which will allows you to link customer pains/opportunities/needs to Aptrinsic benefits;
Product and Market Knowledge

Learn and understand how to discuss a “product led” growth strategy
Position Aptrinsic’s advantages against perceived alternatives and competing offerings;
Understand customer growth goals, strategies & initiatives, and establish Aptrinsic as a best in class product experience solution
Account Executives will build direct relationships with executives and key product managers
Sales Administration

Work with Sales Development Representatives to define and support prospecting efforts within assigned territory.
Enter new leads, contact data, log calls and other sales information for prospects and customers into SFDC.
Prepare formal proposals, produce price quotes, work with management on contract negotiations, and gather all necessary paperwork to process orders.
Investigate and resolve customer problems with deliveries, payments, product use or implementation (as required).
Provide feedback (customer/prospect needs, industry trends, market perceptions, competitive intelligence, etc.) to company management, Marketing and Product Management teams.
Plan, promote and conduct round table events in key locations within your territory.
Travel to and attend trade shows, conferences, round tables and onsite visits
Required Skills
What We're Looking For

At least 3 years of above quota performance with a strong record of achievement in other experiences such as academics, accreditations, athletics, and non-sales job responsibilities. Examples of “extreme” performance like number one, salesman of the year, and other top performance achievements will be given heavy weighting.
Prior startup experience is a plus.
Experience and familiarity selling into Product or Engineering or Customer Success is a plus, or possibly marketing, but a candidate with the talent to excel is more important than specific domain experience.
We want someone eager to do the small company thing. They should be able to explain why. It’s fun. It’s exciting. But it can also be stressful and challenging. It’s certainly not for everyone. Think this is you? Then come help us change for the better the way people build software.

Traits - Positive and Negative Indicators:
Following are the traits Aptrinsic most values, and the indicators that might be used in sourcing and screening candidates in resume reviews and screening interviews.

Traits

Positive Indicators

Negative Indicators

Self-Starter

Early stage companies, selling new product lines, remote offices, entrepreneurial experience

Discernment

Fewer companies, sound company decisions.

Company hopping

Intelligence

G.P.A., successful industry and career switches, numbers-based and other demanding educational degrees

Usually obvious

Achievement

Records of firsts, bests, and on-quota performance on and off the job. Consistent Top 10 quota performer.

Incomplete record of specific achievement on resume. Satisfaction at “just” quota achievement.

Perseverance

Making numbers in tough years (02, 03, 08) and/or with out of favor companies and markets

Measure during interview process

EVER giving up after the first no.

Integrity

Ability to own mistakes and give credit to others

Spinning mistakes and weaknesses in screening interview

Articulate

Screening interview dialogue, resume, e-mails and written communications

Lack of sense of humor.

Creativity

Problem solving answer in screening interview, non-traditional backgrounds